Associate Representative, Lead Generation

Associate Representative, Lead Generation role at Mastercard

Locations: Sao Paolo, Brazil; Mexico City, Mexico; Bogota, Colombia

Mastercard offers an expansive, diversified portfolio of value-added services to power growth for our partners by making commerce smarter, more personal, and more secure. Mastercard Services is a fast-growing, key differentiator for Mastercard, powered by proprietary data, advanced technology and modeling, and unique expertise. This BDR role will play a crucial part in driving our business growth.

As Mastercard Services continues to build and expand our relationships into new industries and buying centers, the Business Development Representative (BDR) will be responsible for inbound lead processing / follow-up and outbound cold outreach activities (calling, emailing, social media outreach) to engage our ideal customer profiles / senior decision-makers at enterprise organizations, book meetings with qualified personas, and source business opportunities for Mastercard Services. This role will be exposed to the broad Mastercard Services product set and collaborate with cross-functional teams, including Business Development and the Services B2B Marketing team.

• Inbound Lead Processing: Understand and process inbound leads to ensure they are accurately categorized and routed to the appropriate sales teams for timely follow-up and conversion
• Prospecting and Lead Generation: Identify and engage with potential clients through various channels, including phone calls, email, LinkedIn, etc. Focus on reaching senior decision-makers at enterprise organizations to book meetings and source qualified business opportunities. This role carries a quarterly quota target for BDR sourced opportunities.
• Collaboration: Work closely with the sales, marketing, and product teams to align prospecting efforts and messaging with overall business goals and marketing campaigns. Provide feedback on lead generation processes and suggest improvements.
• Data-Driven Approach: Utilize data and analytics to track and measure the effectiveness of prospecting strategies. Adjust tactics based on performance metrics to optimize outreach efforts.
• CRM Management: Maintain accurate and up-to-date records of all prospecting activities and lead interactions in the CRM system (e.g., Salesforce). Ensure data integrity and consistency.
• Continuous Learning: Stay informed about industry trends, Mastercard Services\' product offerings, and competitive landscape. Participate in ongoing training and development to enhance sales skills and product knowledge to understand relevance of our solutions to potential clients and tailor messaging accordingly.
• Reporting: Prepare and present regular reports on lead generation activities, campaign effectiveness, and business impact to the BDR Manager and senior leadership.
• Sales Meeting Participation: Participate in and lead initial discovery calls with potential customers to effectively understand needs and showcase Mastercard solutions.

• Fluency in English, Portuguese, and Spanish is required to effectively communicate with our clients and prospects as the role will have responsibility for all Latin American countries
• Equivalent business development experience, preferably in SaaS and/or within a global organization
• Excellent verbal and written communication and interpersonal skills
• Understanding of outbound prospecting / hunting tactics and inbound/outbound sales processes
• Proficiency in CRM systems (ideally experience with Salesforce) and sales enablement tools like Outreach.io, ZoomInfo, and LinkedIn Sales Navigator
• Ability to work independently as a problem-solver and contribute as part of a team
• Strong collaboration skills to work effectively with cross-functional teams including our B2B sales and marketing teams
• Strong analytical skills to assess performance metrics and make data-driven decisions
• Adaptability to changing business needs and priorities and ability to quickly come up to speed on new product areas and industries quickly
• Strong commercial drive with ability to build relationships based on empathy, thought leadership and subject matter expertise
• Attention to detail, and ability to multi-task in a fast-paced, deadline-driven environment
• Agile, creative, and flexible thinker that enjoys responding rapidly to shifts in macro and microeconomic trends that affect prospect companies

Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we're helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Our technology and innovation, partnerships, and networks combine to deliver a unique set of products and services that help people, businesses, and governments realize their greatest potential.

All activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization and, therefore, it is expected that every person working for, or on behalf of, Mastercard is responsible for information security and must:

• Abide by Mastercard's security policies and practices;
• Ensure the confidentiality and integrity of the information being accessed;
• Report any suspected information security violation or breach, and
• Complete all periodic mandatory security trainings in accordance with Mastercard's guidelines.